Entrepreneurial Sales Professional

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Position
Entrepreneurial Sales Professional
Location Confidential
Yes
Willing to Relocate
Yes
Industry
Financial-Insurance
Function
SALES/AgencyMANAGEMENT-Up-to-CAO
Compensation
$100,000 to $200,000

Resume Summary
Entrepreneurial sales professional, who is a proven leader with an exemplary track record for meeting and exceeding objectives. Well versed at recruiting, training and developing high performance sales teams.

Resume Body      ENTREPRENEURIAL SALES PROFESSIONAL

Summary:
An award winning personal risk management and sales professional with 12+ years of consultative sales and management experience. Well versed in customer focused selling strategy, win-win negotiations and creative problem resolution. A proven leader with an exemplary track record for consistently meeting and/or exceeding objectives, mentoring, and supervising other sales professionals.

LICENSES/DESIGNATIONS:
Registered Rep. Series 6 & 63: National Association of Securities Dealers 2003 - Present
Licensed Insurance Agent: P&C; Life/Health and Variable Products 2003 - Present
Principals Supervisor/Registered Rep. Series 26: National Association of Securities Dealer 2003 - Present
Consultive Sales Professional (CSP): American College 2011- Present

ACCOMPLISHMENTS:
Grew District Premium 126% for goal 2012 Increased Commercial PIF and Premium by 150% YOY
Lead SoCalMarket in New Agent Development 2012 Exceeded Exclusive Agent Pipeline goal by 178% 2011 - 2012
Ambassador Travel Life Sales Award 2003 - 2007 2nd Place: Winston-Salem, NC Directory 1999-2000
2nd Place: Avelox Market Share Leader 2001 2nd Place: Austell, GA Directory 1997-1998
Presidents Club Award Recipient 1999-2000 2nd Place: Gwinnett Co., GA Directory 1997-1998
1st Place: Winston-Salem, NC Directory 2000-2001 Top Revenue Producer: Coop Advertising 1996-1997



PROFESSIONAL EXPERIENCE:
Farmers Insurance GROUP
District Manager, San Diego, CA 2011 - Present
Responsible for identifying, recruiting and training highly motivated individuals to become business owners with Farmers Insurance Group.

Managed territory of agents that generated over 34 Million in annual premiums.
Trained New Agents in consultative sales techniques to identify opportunities and close transactions.
Reached 200% of New Agent Development Goal
Obtained 126% of Premium growth goalie establishing strategic relationships with Full-time agency force within district.
Increased Commercial PIF and Premium by 150%.
Maintained profitability through effective claims handling and implementation of loss control programs to reduce claims frequency
Established Exclusive Agent recruiting pipeline to reach 178% of goal.
Maintained profitability through effective claims and client management systems.

Reserve District Manager, Plano, TX 2009-2011
Responsible for identifying, recruiting and training highly motivated individuals to become business owners with Farmers Insurance Group.

Successfully recruited, trained and mentored 13 agents in 18 month timeframe to achieve 250% of New Agent Development goal.
Developed District telemarketing program focusing on commercial accounts.
Established strategic relationships with Full-time agency force within district.
Lead various training sessions for Reserve and Career Agent development to increase success.
Managed budget for district wide marketing initiatives.

PRINCIPAL FINANCIAL GROUP
Financial Advisor, Addison, TX 2008-2009
Financial Services representative responsible for helping individuals create strategies to help them reach their goals as it pertains income protection, asset accumulation and benefit enhancement.

Developed financial plans for individuals and small business owners.
Established strategic relationships with area CPAs, attorneys and insurance professionals
Transitioned several P&C customers to clients of my financial services practice.

State Farm INSURANCE
Owner/CEO State Farm Agency, Frisco, TX 2006-2008
Managed a start-up Agency for State Farm in the community of Frisco, Texas. Hired and lead a sales team of three Personal Risk Management professionals. Developed strategic relationships with area realtors, mortgage brokers, auto dealers and apartment managers. Branded agency in local community via Frisco Chamber and community events.

Generated over $500,000 in P&C premium.
Grew book of business from 0 policies to over 384 auto, 222 fire, 126 life, 32 health policies and 41 bank loans in only 18 months.
Qualified for Life Travel Sales Award in first year of production with 86 paid life policies and over $50,000 in first year Life premium.
Led all new agents in district in bank loan production for 2007.

Agency Field Consultant, Mansfield, OH/Youngstown, OH 2003-2006
Management consultant for 24 Agents and their team members in the Mansfield, Ohio and 40 Agents in the Youngstown, Ohio market areas. Conducted in-depth analysis of agents business and provided customized recommendations. Also, provided in-house training to agents and staff. Used creative problem resolution skills to address challenges unique to rural marketplace.
Identified as an organization future leader. One of a select few employees in the company to be hired into a leadership position, by-passing the pre-requisite of being a former State Farm employee.
Demonstrated leadership by achieving 3 consecutive years of having 30% of eligible agents qualifying for Life Travel Sales Award.
Met or exceeded Zone growth goals in the primary product lines of Auto, Life and Bank.
Led the rollout of the Staff Specialization business model which helped agents maximize scorecard bonuses & increase sales in the product lines of Life & Health.
Served as Leadership Coach in Zone wide Agency Leadership Development Program.
Recruited and retained high quality talent including potential candidates for Agency opportunities and a top performing 5 member Agency Field Office team.
Increasingly took on additional operational and decision making responsibilities above and beyond the scope of a traditional Agency Field Consultant role.

Ventiv Health u.s. Sales /BAYER
Pharmaceutical Sales Representative, Columbus, OH 2001-2003
Field Sales representative responsible for promoting antibiotics manufactured by Bayer Corporation to Primary Care Physicians in the Central Columbus area.
Led sales Division in overall Cipro and Avelox gross sales for 2001 by working closely with team members and identifying opportunities of growth and effective relationship building.
Exceeded expectations by utilizing strategic market management techniques to establish profit-building relationships with 99.6 percent of targeted physicians in a 9-month time frame.
Averaged a daily call ratio of 8.12 with a monthly frequency of .88 resulting in an annual call rate of 12 times per year.

BellSouth Advertising & Publishing
Directory Advertising Sales Representative, Greensboro, NC 1998-2001
Advertising consultant for existing and new mid-market businesses in the Greater Greensboro and Winston-Salem Directory areas. Managed a 12 member sales team with additional responsibilities of conducting new hire orientations in the absence of team manager.

Led a special sales incentive team for under-performing markets in the North Carolina District that generated $600,000 in annual net revenue.
1 of 2 people selected by Regional Sales Manager to participate in the BellSouth Leadership Institute.
Generated incremental revenue in excess of $48,000 through expansion of new Internet product advertising.
Increased new client base of $672,000 annual revenue by 165 percent, exceeding sales objective by 59 points.
Directory Advertising/Telephone Sales Representative, Atlanta, GA 1995-1998
Advertising consultant for existing and new mid-market businesses in the North Metropolitan Atlanta area where I effectively managed more than 500 accounts with combined annual revenue of $800,000. Highlighted with 1st Place Awards for the Atlanta, GA Directory and BellSouth Export Guide.

Consistently finished in the top 3 percent of sales for each directory campaign.
Initiated and implemented a mentoring program for new team members with a 98 percent success rate.
Increased annual revenue by 136 percent through incremental sales of Cable, Internet, and Radio bundled products.
Exceeded sales objective for the Austell, Georgia directory by increasing annual revenue by 165 percent and the Gwinnett, Georgia directory by 132 percent.
Led a 4 person team in the development of sales materials targeting non-traditional prospects, which increased sales by 15 percent in the first year.
Increased annual net revenue by 189 percent during an 8-month sales campaign for the Atlanta, Georgia directory.
Generated an additional 20 percent in net revenue as part of a sales force assigned to under-performing markets.


EDUCATION:
Georgia Southern University Statesboro, GA
Bachelor of Science, June 1992 Major: Communication Arts Concentration: Public Relations
Deans List Student Leadership Award 1991
President: NAACP 1989-1991
President: Public Relations Student Society of America 1990-1991, Vice President: 1989-1990


Affiliations:

San Diego Urban League 2011 - Present
Member: Business Network International 2007 - 2008
Member: Frisco Chamber of Commerce 2006 - 2009
Leadership Coach: Mid-America Zone Leadership Development Program 2004 - 2006
Graduate & Sales Coach: State Farm New Agent Development Program 2003
Corporate Mentor: BellSouth Advertising and Publishing 1996-2001
Executive Board: Cobb Co. BranchNational Association for the Advancement of Colored People 1995-1996
Board of Directors: National Association for the Advancement of Colored People 1989-1993

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